We think we are so smart. We finally figure out that niching down on a narrow customer segment is the best place to start and then grow. It works. But as we grow, it doesn’t occur to us that our customers start to niche us.
What does that mean?
Alex Goldfayn, CEO of the Evangelist Marketing Institute, and author of the new book, 5-Minute selling: The proven, simple system that can double your sales … Even when you don’t have time, explains that our customers put us in a bucket for that thing we sold to them. They get used to it. When they discover other problems and opportunities, they will seek solutions in other vendors because that is not what we do.
That is how our customers niche us.
They buy one thing from us and that’s what they think we do.
If we don’t check in on them and ask them two simple but important questions, we might not be able to break out of that niche.
Alex is not telling us we need an entirely new sales process…just a new system for proactively following up with customers, when nothing is wrong, to show that we care and that we want to help.
Helping sells, and all that.
Alex suggests a simple follow up system of a certain number of customers every day (5 minutes worth) and ask two questions:
What are you working on these days that I can help you with?
What are your other software vendors doing for you that we can help you with?
Just two questions.
As Alex explains, if you follow up with 5 customers per day, every day, for a year, you will have huge results in your sales pipeline. And all you are doing to call to find out how you can help.
More about Alex:
That LinkedIn post with the sticky note on the phone
195 Alex Goldfayn Customers niche us